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Thoughts and practical advice from our industry leaders

Surveys Continue the Conversation

I’ve previously shared here my belief that a simple and straightforward conversation can be a powerful instrument in your go-to-market strategy. Once you’ve started a conversation, how do you keep the line of communication open? In much the same way you keep a conversation going in real-life—you ask questions. And a great way to ask questions online is in the form of customer surveys. Read More

Tips for Accelerating Cloud Security Sales

he cloud train has left the station. If your customers haven’t already jumped on board, they’re about to. In 2016, more than half of IT organizations devoted 15+ percent of their budget to cloud, and nearly 80 percent began implementing, piloting or planning for cloud-based environments. Read More

Five Best Practices for Building a Successful Reseller Cloud Sales Team

It’s a given, these days, that cloud adoption is skyrocketing. According to Gartner, cloud spending is expected to reach $216 billion in 2020, up from $111 billion in 2016.1 So it makes sense that resellers want to capitalize on this lucrative opportunity. But before you rush in, make sure you create the right sales strategy. Otherwise, you won’t be able to grow a successful, sustainable cloud business. Read More